Every one wants to reach Top Dog decision-makers.

No one knows how.

I figured it out. OK, so have you caught yourself smiling (or grimacing) and wondering, “How does this person know so much about cold calling?”

Well, I ought to know, for two years I did nothing but focus on coming up with a system for reaching high-level decision-makers by phone. During that time, I learned a lot about where callers get stuck. Better yet how to get unstuck and move forward.

Through the years of making dialing for dollars and helping others achieve success in meeting with the real decision makers I have observed that most sales pros have pieces of the puzzle. They just don't know how to put them together.

Success will come as you identify and align the pieces correctly. No matter what your job title …

• Business Leader

• Sales executive or Sales Manager

• Business Owner

• Salaried or Commissioned Sales Professional

• Appointment Scheduler

No matter where you are in the building or execution of your phone prospecting process …

Here you will find ways to get through doors you previously thought were closed. You will discover how to generate the sales and commissions you want rather than settle for those you now have.

At this point you may be like one sales professional who confessed that for him "cold calling is like getting a vasectomy with a chain saw."

Yikes!

And you may wonder, "If this is such a terrific way to develop new business why does it leave me feeling exhausted – rather than empowered, encouraged, and enthusiastic?"

Great question. The answer comes from dozens of angles, that point you to one wrong assumption.

That assumption?

“If you can sell face-to-face you can cold call.”

Now here this! Telephone prospecting skills are completely and totally a different set of skills from those used in face-to-face selling.

Can’t stand the heat of working the phone? No worries. In these pages you will find thorough discussions of alternative action plans.

When I first started down this road, I thought all I needed to do was pick up the phone, dial a number and ask for an appointment. Basically, that is still true. But to leverage the power of cold calls, you need to master each of those three actions. Success is as simple and complex as that.

No need to feel overwhelmed by this whole thing. When fear, pain and frustration raise their heads - put them in their place.

How?

Master just one little part of the process. Then, repeat.

With more than 17 years of doing business by living and breathing cold calls, I have acquired a LOT of knowledge and success in getting those coveted appointments with Top Dog decision-makers.

Now, it is my great pleasure to equip you with tips, tools and techniques that will give you relief and resources for resounding success with your results. Looking forward to celebrating your victories along the way,

Leslie Buterin (like butterin’ bread)